Normal view MARC view ISBD view

Sales force design for strategic advantage

By: Zoltners, Andris A.
Contributor(s): Sinha, Prabhakant | Lorimer, Sally E.
Material type: TextTextPublisher: Hampshire; Palgrave Macmillan, 2004Description: 380p.ISBN: 9781349508495.DDC classification: 658.811 ZOL/S Summary: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
List(s) this item appears in: New Arrivals
Tags from this library: No tags from this library for this title. Log in to add tags.
    Average rating: 0.0 (0 votes)
Item type Current location Call number Status Date due Barcode
Books Books Main Library
(First Floor, Rack No.34)
658.811 ZOL/S (Browse shelf) Available 37148
Books Books Main Library
(First Floor, Rack No.34)
658.811 ZOL;1/S (Browse shelf) Available 37149
Browsing Main Library Shelves , Shelving location: (First Floor, Rack No.34) Close shelf browser
658.811 WEB Market- driven management 658.811 WEI/S Sales management. Simplified 658.811 ZIG Ziglar on selling 658.811 ZOL;1/S Sales force design for strategic advantage 658.811 ZOL/S Sales force design for strategic advantage 658.811(035) CHA Salesperson's handbook 658.811(035) MIK Sales Managers

Sales management

Sales personnel

Strategic planning

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

There are no comments for this item.

Log in to your account to post a comment.
Copyright © 2020. Library & Information Centre, Indian Institute of Management Kozhikode
Koha version:19.05.02.000